Key Account Manager - Aerospace & Defense

Ralliant; United States; On-site; USD 130,000 - 180,000; Full time

Job summary

Tektronix is seeking an AMR Senior Account Manager to cover key aerospace and defense accounts in NY, NJ, PA, and MD. You will serve as the primary contact for assigned accounts, build strong cross-functional relationships, and execute territory strategies to deepen partnerships and revenue.

The role emphasizes strategic selling, demand generation across complex defense applications, and collaboration with engineering, product management, and manufacturing to deliver customer value.

Qualifications

• Proven experience in technical sales and account management in aerospace/defense.
• Experience engaging with defense technologies including radar, EW, avionics, and propulsion systems.
• Strong relationship-building, communication, and negotiation skills.
• Ability to work independently and cross-functionally with engineering, product management and manufacturing.
• Experience managing sales pipeline and forecast in CRM systems.

Responsibilities

• Serve as the primary point of contact for assigned key accounts in the region.
• Build relationships across customer engineering, program and procurement functions.
• Establish and execute territory and account strategies to deepen partnerships and growth.
• Utilize value-selling concepts and discovery to generate demand in complex applications.
• Forecast orders and manage opportunities through CRM stages.
• Collaborate with internal teams to maximize customer experience and value.

Skills

Technical sales

Account management

Forecasting in CRM

Education

Bachelor's degree in engineering, business, or related field

Tools

CRM systems

Job description

AMR Senior Account Manager - Strategic Aerospace & Defense Sales (NY, NJ, PA, MD)

Tektronix is a leading electrical test and measurement company. Our instrument solutions are used in the development and production of critical and next-generation defense technologies.

We are looking for a high-performing, ambitious, energetic, and strategic account manager to cover an important territory of key aerospace and defense accounts in the assigned region. The right candidate has aligned territory and account strategies with larger company strategies, is great at laying out a clear set of actions against that strategy, and communicates well across functions, from sales to product management, engineering, and manufacturing.

What You’ll Do

• Serve as the primary point of contact for assigned key accounts in the region.
• Increase your influence & trust within assigned accounts and build strong relationships across customer engineering, program, and procurement functions.
• Establish & execute credible territory & account strategies that focus on deepening customer partnerships, revenue durability, expansion, and white-space growth opportunities.
• Leverage robust sales & customer engagement processes that encompass application led discovery and value-selling concepts.
• Generate demand in complex customer applications aligned with differentiated Tektronix value propositions.
• Manage sales opportunities through pipeline stages and accurately forecast order bookings in CRM systems.
• Collaborate with internal teams (engineering, product management, customer support) to maximize customer experience and deliver organizational value.
• Continually study industry trends, defense initiatives, and government procurement processes.

What You Bring

• Proven experience in technical sales, account management, or business development - preferably within the Aerospace & Defense industry.
• Experience engaging with customers on defense technologies including radar, electronic warfare, tactical communication systems, avionics, power systems, and other mission systems.
• Strong knowledge of test and measurement instrument solutions (oscilloscopes, spectrum analyzers, signal generators, power supplies, source measure units, etc.).
• Excellent relationship building, communication, and negotiation skills.
• Ability to work independently and as part of a cross-functional team.
• Experience managing sales pipeline and forecast in CRM systems.
• Willingness to travel within the assigned region and surrounding areas.
• Bachelor's degree in engineering, business, or related field preferred.

Additional Preferred Qualifications

• Ability to obtain a DoD clearance.

Why Tektronix?

Our customers design and build technology that shape the future. As a key member of our sales team, you'll have the opportunity to make a direct impact, work with some of the world's most innovative organizations, and advance your career in a dynamic, growth-oriented environment.